 Hey, what's up everybody Ricky Karuth here super excited for today. We're gonna get into some YouTube training This is something that I don't get into a whole lot. So that's why I wanted to bring this to the table for you guys I know a lot of you have asked me a lot about video marketing YouTube You know, you see other agents crushing it on YouTube building their business you see agents who only use YouTube to build their business and So that's why I wanted to do this to bring someone on here who is actually doing it and has been extremely successful By doing so and if you've been following me long enough, you know that I'm not I'm not biased towards any type of lead gen. I don't care how someone you know gets leads you Every single lead gen activity works. I've said it over and over and over and over again I know people that you know only do YouTube only do Facebook do Facebook groups only do open houses Only do networking events and sphere only do direct mail. I know agents who only do direct mail They do nothing else and they're highly highly successful take Jordan Cohen For example the number one remix agent in the world and all he does and did for a long time was direct mail He's recently and you know just here recently got on Instagram. I started posting houses He doesn't even do videos of himself. He just post pictures of homes And you know what he's selling he's selling homes. He's selling some of these five and ten and twenty million dollar homes by Putting pictures on Instagram and stuff like that But it's not as forte doing videos and or cold calling, you know, like Jordan will never cold call He never did never will but he's the number one a remix agent in the world through direct mail So I'm just saying all that to say that It's been obvious to me from day one that There's plenty of ways to see on the cat And the the real bottom line behind it all is what works best for you You got to figure out what you're comfortable with what works best for you in terms of getting in front of the most people Possible to build your name build your database to build that book of business of people who know and never forget you That's the name of the game guys market share, right? The the market share is the number of people in your market who know and never ever forget who you are and I think at the end of the day, however, you get that accomplished. It doesn't really matter For me, you guys know my story, you know, I'm just like let me just call them But not everybody's built like that I'm a high D and which means that I can go to a listing appointment with no listing presentation I don't have to know stats. I don't care about analytics. I don't care about price per square foot I don't care about any of that stuff. I just want to get in front of them I'm gonna wing it because I'm falling back on the fact that I'm here and I care and I want to help That's what I fall back on not everybody's built like that. Some people are analytical They want to know every last detail of every statistic and have an entire presentation put together before They go to the listing presentation. So I understand people are different And have different ways of doing things and I'm empathetic towards it and appreciate it to the fullest And that's why I wanted to bring my my guest on the day to show you guys What is possible on YouTube and give you the exact blueprint? Let's give a warm welcome to my boy? Levi Lastic Classic with the L. That's right classic. Hey, what's up Ricky? How are you good man? Yeah, good to see you, bro. You uh How many grams of protein did you I'm not on the exact science of a gram of per body pound yet I haven't mapped that out. So but I tried that a couple times dude. It's way too many. It's a lot Yeah, I know you got to eat a lot. It's too many So man, okay, dude, let's let's break this thing down for a second you Sold 75 million dollars last year on YouTube, right? Wrong 86.1 86.1. Okay. I don't know where I got the 75 mil from. I don't know where I where that came from Okay, it's still a good number 86.1. I mean tomato tomato, right? It's just Whatever you sold a lot. He's a lot of real estate You're in Dallas, okay You know That's that's a big relocation place, right people are going there relocating there and stuff like that I mean, yeah, definitely had some wind in ourselves. I mean huge relocation market corporations Come I mean, they're moving here moving their whole businesses here You know Elon Musk making a lot of waves as well things like that tech companies getting out of California So yes, we're in a pretty good perfect storm right now Yeah, yeah, do you do you believe that even agents who aren't in great relocation? Markets can also succeed with YouTube. Oh, yeah, we've got an agent I'll actually cover that Jonathan and Temecula County of California where you know They say everybody's moving out of that area, but he's been very successful He's done almost 200,000 and commissions from his channel and he started it last year whenever the market like completely tamed And whenever everybody seemed to disappear He started his channel and that's what helped him survive over the last eight months. All right, right So now you're gonna get into your story a little bit and you're gonna you're gonna walk us through Four key points here. What are those key points? Well, we're gonna cover a channel build out on the so we're gonna cover actually prop passive prospecting principles and then passive prospecting Process and so what we're gonna cover really is a couple of different forms of marketing You know why I believe YouTube is so powerful, but then we're gonna get into channel build out content creation You know SEO optimization and lead conversion, which is really how everything works So this is kind of like the why and the and the how yeah guys You're gonna be able to walk away today being able to go out there with the knowledge to go Start your YouTube channel if you haven't started your YouTube channel Or if you have a YouTube channel go out there and actually optimize your YouTube channel, right around building your business with the platform and I think that's what the Most important part of today is is that we walk away with the knowledge that we need to go out there and absolutely crush it Okay, so in Dallas did eighty six point one million last year. How long you been in real estate? About two and a half years two and a half years two and a half years do what yeah do what I Even know that bro. Oh, yeah Wow Wow, so when did you start YouTube immediately at yet when you started in real estate or was it later? Immediately started only did YouTube because I was you know I lost my business and everything really in 2020 whenever the world shut down So I and I was 41 years old and so I was sitting there going I'm 41 years old The whole world is shut down. Like what am I going to do? What's my next steps and how do I start over without starting over and Yeah, I'll get into that a little bit But I was you know, I got a friend trying to get me into real estate for 20 years I really never wanted to be a real estate agent and so I kind of avoided it as long as possible Because I I just perceived them being that you know person that bugs you at Starbucks, you know, and then hands you So I was like well if I'm gonna get into it. Let me see if there's a way I could attract business Versus just go out and pursue all the time I had been in sales for 20 plus years love sales hated prospecting really And I say hate with the fact that it was kind of like a necessary evil, right? If you wanted to be the best sales person, you had to be the best prospector You had to always be digging up business and I was just kind of like a little burn out on that I was kind of like, you know, I want to see if there's a different way Is there a way to actually bring people in that want to work with you from the get-go? So Okay, so we're halfway through 2023. So you started the business of January 2021 December of 2020. Yep December of 2020. So that was like After we were kind of trying to recover from the pandemic and so you're a pandemic. You were a COVID agent. I Guess so. Yeah, you're because if you if you if you got your license in December That means you started your classes like mid-year it while we were basically shut down and Had the uncertainty of COVID and stuff, right? Yeah, summer around summer so you're one of the ones who were bored at the house locked up quarantining and You know thought oh, I'll get my license and get rich quick kind of deal Like you're one of those guys and like most of those agents are getting out of the business right now Actually, no, I was actually spent a lot of money over the summer trying to not be a real estate agent So but as I started to run out of money, I was like, well, maybe I will be a real estate agent So it was I started I moved into it very reluctantly actually Wow idea. I had no idea because I had no pulse on the market. I had no idea like You know people were just going crazy over properties or anything like that It was really just kind of I moved into it reluctantly, but I was really looking for a marketing plan So I wanted to see if I could figure out a plan and that's what would help me get into real estate I didn't just say I'm gonna get into real estate and figure it out I actually did some research over the summer of 2020 after I blew through a lot of money trying to do a lot of other stuff and And then I realized okay Well, maybe I'm gonna make that shift But you could I actually figure out a way to to bring business to me and how do you do that? You know shaking hands kissing babies was still come out of the norm at that point People were still a little, you know, not a lot of events were going on So it's not like you were just gonna go out and network right then and there Even though Texas was open a lot sooner than most places, but things were still rocky And so I was just looking for a way to generate and I had zero social media presence I was that person that always avoided it thought it was petty silly people just bragging all the time And I never had tried to build a business through social, but I also knew Hey, it's it's probably time to do that. I knew other people were doing it as well. Wow. Wow, so So you got into the business reluctantly Yeah, like that this is all like This is all kind of inspirational to the point of Anybody can do this because most people when they come in reluctant. They don't make it because you got to be all in right and then You know, most of people that got in during cove it didn't make it right because they were scrambling around trying to figure out a get rich quick thing and then And then come to find out, you know, you sell 86 million. So what did you sell the first year? 2021 33 and a half million. Wow, dude your first year. So how many transactions was that 64? Shit Okay, 64 transactions and what was the percentage were those like was it how many listings? I'll just say that because it's probably very few. It was the 99 percent buyers, right? So like three like one or two of those were listings. Maybe maybe not. I don't know I don't even know if we did a listing that first year. So that's incredible. That's incredible And then the second year did was the 86 million were were there, you know, some listings there or all buyers I would say probably about 95 percent buyers. So we did some listings in there probably four or five Got it. Got it Okay, cool. I think I have a pretty good handle here of your business guys if you have questions for Levi At the end here, I'll I'll say okay. What questions you guys got be ready to put it in the chat We'll do a good 10 minutes plus of Q&A at the end If you have any questions that that we don't touch on so okay, cool You're gonna take us through a little presentation here and and touch on all the all the key components here to build and a YouTube Foundation of a business, right? Absolutely. All right guys, you ready for this if you're ready Comment in the chat that you are ready. Let's get it and let me know. I can't see are the slides up Yep. Okay, cool. All right. So yeah, we want to get we this is what we like to call passive prospecting now You know, the funny thing is is Ricky talks about he would rather just make the phone call because you have to talk to somebody anyways Which I completely agree with so we even though we call this passive prospecting. It's still active conversion, right? So even when we get an inbound lead, we still have to call that lead Establish report, you know build some credibility and and solidify that relationship. So there is still active Conversion in there, but here's the deal. I always give a shout out to my business partner Travis Plumb He was very instrumental in the success and Ricky kind of touched on this But I had this queued up just in case sold zero homes in 2020 Release the first YouTube video on December 5th of 2020 and I sold zero homes in Q1 of 2021 it took about 90 days to get the first deal under contract now I went all in on YouTube was this was the only thing I focused on I did not try to do Can you go back to that last screen? I messed up for a second. I didn't get I'm sure everybody didn't read that Okay, do you see it now? Zero homes. Yep. Yep. Okay. Go through that for me. Yeah, I sold zero homes in 2020 You know started release the first YouTube video December 5th of 2020 and that also means I sold zero homes in Q1 of 2021 Because it took about 90 days to get that first deal under contract and again. I focused only on YouTube I did not try anything else. I'm an all-in so even though I got in real estate reluctantly Ricky I am an all-in type of guy So once I wanted to figure out kind of like one method I could just go a hundred percent on and that was YouTube So this is what happened over the last nine months of 2021 is we ended up generating 690 leads from the channel close to 64 transactions 33 and a half million in volume and right at a million 7,000 in commissions and that was our first full year in real estate So what I love about YouTube is a compound effect and in 2022 we ended up generating 1,958 leads from the channel. So that was 5.4 leads per day inbound that means people were calling us and We did 86.1 million in volume and right at 2.3 million in commissions. So You know, I know there's some newer agents on here as well. You got to ask yourself. Okay That's this these were questions to myself like why do agents fail? How do I avoid those pitfalls average agent usually comes into the business with less than $5,000 to their name Which is why they typically go towards cold calling or door knocking or Sphere of influence because that's more of their time versus their money But even according to NAR an agent with two years or less experience on their website It says they the average is $8,800 a year is what they make So that that will flush them out of the business very quickly if they don't do a transaction Rejection none of you know none of not a lot of us are built like Ricky But you can do it But a lot of people will get rejected a few times and then they'll be like, okay I'm out but you got to be really effective at lead generation if you cannot start to generate some leads one way or another You know really by you know making videos or talking to people then you're gonna be out of business very quickly So this is what got me really kind of started is I started to understand I started wonder, okay Where are the eyeballs? That's what I wanted to figure out first. Where are people looking and searching for information? So I started to look at suburbs of Dallas On Google well I started to find search volume and I found that like Plano, Texas a major suburb of Dallas got searched 90,500 search times per month But whenever I looked at that search volume on YouTube it got 834,000 searches per month So that's 10 times a search volume on YouTube than it is on Google So that right there really sparked an interest for me to say I think people really want to see these neighborhoods and areas And that's what allowed me to discover really passive prospecting principles, okay? So I want to get into this which is what makes this so powerful. Why YouTube is so effective most People have been exposed to and you've probably conducted in your own business Interruption type marketing and that can be labeled as you know cold-calling door knocking TV commercials billboards magazine ads Mailers all of that really is coming at us in times when usually we're not in a position that we're ready willing or able to buy now Of course, you can generate business that way, but it's it's the same reason why you know You could see a dog food commercial 10 times a day doesn't mean you're gonna run out and buy dog food But the second you pour out the last bowl of dog food, you know, none of us want fluffy to die And so you say okay now I have intention. I need to go buy dog food I'm gonna go to the store directly to the dog food aisle and buy it or maybe I'll order it on Amazon So when you have intention to buy something you do not need any marketing or advertising at all to convince you to do That and let me know in the chat Do you believe people become intentional about buying or selling a home? And that's the key factor and we know this if you look at the analytics on the back end of our channel They say 80% of the online traffic is from mobile But 55% of our traffic comes from TV computer and tablet. Those are research devices Look at this almost 30% of our traffic comes from TV. That means people are sitting on their couch Maybe even laying in their bed watching our videos Do you believe those people are intentional if they're sitting on their couch watching Dallas, Texas real estate videos? But they say attention spans are dead these days Which is why you're supposed to be a dancing real estate agent on tiktok, right? But again our analytics tell us a different story average view durations on TV nine minutes and 39 seconds Look at computer five minutes and 52 seconds Tablets six minutes and 23 seconds so that's that means people are dialed in and it's because that's why they're they're researching But even better YouTube's algorithm is so powerful that when YouTube suggests videos because it's only going to suggest videos to people that they That it believes they will watch the average view duration is 10 minutes and 48 seconds That is extremely powerful Somebody watches over 10 minutes of your video for the very first time they will get to know you very quickly And that's why in 2022 you'll love this Ricky our average contact to under contract was 51 days So we did 184 transactions in 2022 on average under contract in less than two months That's how intentional these people were whenever they reached out to us. So that's the difference But global versus local have you ever? Marketed to another state or another country probably not have you ever? Cold called her door knocked at 2 or 3 in the morning probably not but look at this Our channel is getting 69 views at 2 in the morning 70 views at 3 in the morning 72 views at 4 in the morning So the channel is reaching people on their timeline when they want to research when they're looking for information And you would never do this and on top of that 2 in the morning in Dallas could be 9 in the morning in the UK It could be 5 p.m. In Japan we get this all the time like we just helped this person move here Elizabeth and she said look we're originally from Florida But have been living abroad in Belgium for the past six years. We're getting relocated to Texas gonna be working in Dallas So we would never market to Belgium But because we have a YouTube channel and somebody's getting transferred from Belgium Guess what they're not just gonna come into town and look at homes randomly We got this the other day been watching your channel for a year now. It's been great help We will be migrating to Dallas from the Philippines. Okay, we help that person We've helped people move from Japan from Australia from South Africa from Canada We would never ever market to those areas, but because we have a YouTube channel We now have a global audience and we're able to help people from all over the world All right, and so the next principle is my one of my favorites is most agents tell me They don't get started on YouTube because it takes time YouTube does not take you time. It makes you time look at this one video took me 30 minutes to make But it's been watched eleven thousand six hundred hours. That's like making a profit of eleven thousand five hundred ninety five hours on my thirty minute investment But it gets even better because YouTube doesn't just make you time it compounds your time And so our channel for example was watched one thousand five hundred and fourteen hours in one day You divide that by twenty four hours in a day That's equivalent to sixty three days worth of prospecting all right now in one month Our channel is watched eleven thousand eight hundred hours you divide that by twenty four hours in a day That's equivalent to one point three four years worth of prospecting But last year our channel is watched a hundred four thousand six hundred hours in one year That's equivalent to almost twelve years worth of prospecting So that's why we're doing the business we're doing is because we're compounding our time We're turning one day into two point one months one month into one point three four years and one year Into one point two decades worth of prospecting and that's going to bring a lot more people now Active prospecting. I mean it's hard. I mean it is and I've done it. I did it for 20 years It's why all sales training exists. It's why people join lives It's why you're on this training right now because you want to learn how to better your skills get better building rapport establishing credibility and developing relationships So, you know, that's why people hire mentors and coaches and go to conferences because they're always trying to figure out How do I how do I get somebody to know like and trust me so they'll work with me? Well, that can also come with a ton of rejection But for me one of the the biggest things about prospecting I mean, I did it because it was necessary now It's always the best prospector which made me the best sales person But it always felt like I spent a lot of my time doing it 90% it seemed like I was always out there pursuing and again Nothing wrong with that. It's just a different method of doing it. But the deal is is that? Passive prospecting it's easy, right? There's really zero rejection because Nobody has ever called me and said Levi. I hate your videos. I'm not gonna do business with you So I don't know who doesn't want to work with me the clients walk themselves through the entire sales process The video builds the relationship for me. So that way whenever the clients call us, you know, they're already They've already made the decision they want to work with us, you know And so there's really no selling on our part They already feel like they know us and this happened every single day in the text and emails that we would get For example, like these are four different emails not to read it all But I want you to notice the amount of volume when's the last time somebody ever sent you a full page email saying hey I really love that that postcard you sent me. So here's all of my information But because they watch videos they feel like they know you so this is the first time they ever reach out to us And they will tell us everything we need to know price ranges beds bass their kids names their kids social security numbers sometimes It's crazy But look at the key phrases they put in here like we would like to check if you would be able to help us find a home I look forward to hearing from you. Thank you for your time I look forward to hearing from you if you have some time to talk about this feel free to give me a call So it's like they're asking me do I have time? Am I willing to work with them versus me, you know going after them trying to get them to work with me But it gets even better. I'm just playing this real short video so that you can hear phone calls This is what would happen every every single time I would pick up the phone Hi Levi, is this your channel? That's me. Are you guys the folks on the youtube channel, right? Yeah, that's us. Okay. Okay I know exactly who I'm talking to then. This is regarding the living in dallas, texas channel, right? Are you live from the videos on the youtube videos? Yeah, that's me It's good talking to you. I saw some of your videos and that's how I found you. So I'm actually very helpful My wife and I have seen you guys videos on youtube and kind of caught our interest I'm the host on and on youtube, but very interesting where you share the information I don't know if we should ask for autographs or something We've been following you on youtube like you're a superstar That I'd reach out to you guys because I've been watching your youtube videos Hey, good to talk to you guys. I've been looking at your videos on youtube I feel like talking to the movie star. I just saw your youtube video. I'm sure you've been a lot called like this Like some of your videos are literally like first videos. I see so I'm just like, I mean call this guy You know, let me take this gentleman. Thank you. You have a nice video We would be really impressed and that's why we wanted to get that sort of deal I saw your videos and then that actually helped me We liked your videos and your knowledge and your energy level All the information that you gave us on the youtube channel About both of those spots and looks good. You watched pretty much all your videos. I found you through uh youtube actually I've been watching a lot of your videos lately. Let me commend you man. Good job on that great videos on youtube Yeah, yeah, I've been looking at your stuff and it's been helpful Your youtube channel helps out a lot. We like to watch those videos kind of get a lay of the land and help us You make great videos by the way. I I enjoy watching them We've learned a great deal to watch in your youtube videos So there you go. I mean that should give you a good idea of what it's like whenever I pick up the phone I mean people are excited. They're actually surprised that I was the one answering the phone They thought I was going to have a team member answering the phone So this is what led to the passive prospecting process Okay, and this is what we're going to get into you can take away some tips right now If you have a youtube channel and you feel like you've been stuck on something So if we get into channel build out first of all, you know, uh, I researched this before I got started So as I was telling ricky, I spent a lot of money over the summer trying to not be a real estate agent But whenever I decided well, maybe I'm gonna head that direction I wanted to find a way to generate business when I finally figured out youtube was the way I wanted to go I started to study and say how can I make this the most effective possible? First of all, I didn't name it after myself because I was not a search term Nobody knew who I was I had zero brand and so I named it after one of the top search terms in dallas So that it would probably hopefully likely get found a little bit easier, right? So, uh, and then on top of that the call to action in the middle It's it's very big and and you got to think about people on youtube. These are researchers, right? They're on here to consume content. They're looking to learn So we put learn about living in dallas, texas if I put liby elastic real estate agent You know, here's my phone number my email call me to buy sell or invest That's uh, that doesn't really give them any value. It doesn't say anything But somebody who's researching will say oh this channel is all about living in dallas, texas So they'll likely stick around for the information versus trying to connect with me as a person So i'm putting the information in between me and that potential client Then I put this visual on the left hand side because I figured we'd probably get a lot of out of town or out of state people So, uh, you know, we and we did get a lot of calls from california new york and illinois You especially during those last couple years when they were trying to get out of those high restrictive states So when somebody from those areas came here, it was like instant connection for them, right? It painted that picture that visual even making this like a little yellow taxi cab Coming from new york or a green station wagon coming from the west coast or business people flying down from chicago So that gave them a media connection helped them feel like oh that could be us, you know making that cross country trip So this was very intentional, but here on the right hand side. This is probably one of the most important things Is most agents will link all their social medias on here and and that's usually tiktok instagram facebook LinkedIn twitter which are all really short form platforms now you've worked hard to get somebody to your channel in the first Place why send them to a short form platform where they're likely going to watch cap videos? Anyway, so don't take them off your channel This is our number one click to link and our entire channel is to book a call with us So we only want people to leave the channel if they want to book a call with that So and then we give the incentive of let's meet in person, right? Because once people watch several of your videos they develop a relationship with you and they want to get to know you So that incentive of meeting in person on video really helps them pull the trigger and Travis and I are both combat veterans So we we put veteran on business up there as well because that will also help make a connection with people So whatever you have that you can help Establish that report when people come to your channel for the very first time you're that's how you're likely going to get them to Stick around then if you look at content creation strategies, all right So uh, these these types of videos will work in any market There's a couple of others as well But these are some of the top four vlog tours actually taking people out in the neighborhood So anybody can go online and look at what's inside and outside of a home They can maybe even go on google street view, but it's still kind of clunky and you have to zip past You know sometimes houses and so we take them out in the neighborhood walk them around You know just it's it's almost like they're walking right beside us on the sidewalk And we're just having a conversation with them showing the neighborhood showing them the homes across the street the homes next door The community center the pool, you know all these different things the chipotle around the corner, right? These are very important subjects about living in a neighborhood But that really gets them to be able to see the picture of living in that area Then you look at map tours. Uh, this blew me away This was a simple experiment just getting on a zoom and sharing my screen and walking people around the map of one of the Suburbs now anybody can go online and look at a map But they can't get your perspective and your stories and your experiences to help navigate that map and really give them The the perspective from your viewpoint. So that's really popular pros and cons I mean may sound cheesy. You'll probably see some out there But again, they are very popular people like to know the good and the bad about living in an area And then if you do any type of list videos top five neighborhoods top six suburbs something like that List videos can also do very well and it can help you double down on on neighborhoods with additional content But then you can get into SEO optimization search engine optimization Now this is uh, we like use a software it flip flops our thumbnails every other day So we don't we don't guess on this stuff We let the audience choose what's working and click through rates are very important on youtube If you've ever had a video that you thought was really good, but it got zero views Uh, it it may not be the video. It could be the thumbnail the thumbnail doesn't get the click Nobody will ever watch your video. So we'll test different videos I mean for example, like I put this little uh, like this little curse word over my mouth I thought that that was actually going to be the better thumbnail and you'll notice we usually just change one thing So we know exactly what we're testing on there But the original version Actually got more click-through rate and it outperformed by 20 percent may not seem like much But that will add up an even compound over time This thing this was very interesting because you know fair view everybody always calls us and asks us about frisco Nobody ever asked about fair view. It's right next door to frisco It's got bigger homes bigger lots newer community even a better school system But it's just kind of like unheard of and so whenever I put fair view texas on there It got one percent as to where I put the new frisco with a question mark and that got 5.3 percent That was 387 percent more clicks than the original. So that's a big deal Then this last picture I still can't figure out this thumbnail. All I did was add like a Darker version of me. I guess I guess nobody likes the strawberry blonde version But you know, uh, the funny thing was is that that was 648 percent more click-through rate than the first one now YouTube likes a click-through rate of anywhere from two to ten percent or I should say higher than two percent really But two to ten percent is the sweet spot. So if I would have just left this on my original guess Uh, then, you know, it would have never got the initial clicks and youtube would have never promoted that video But this one got the right in the middle 5.8 percent and that was 648 percent better And so that video did very well And youtube pushed it out Then you want to look at lead conversion If you have to do anything twice in your business, you need a system a process a campaign or a trigger Which means I've never sent out a lender recommended Recommendation email more than once When some we get asked to be recommended to our lender all the time Well, if they do that I wrote the email one time Loaded it into a campaign and now any time we move people through our process through our pipeline system in our crm They get automate automatic email. So if I move them to sent to lender automatic email if I move them to Uh, approved uh, pre approved automatic email property alerts automatic email. They're coming into town Uh, you know under contract, uh closed doesn't matter automatic email all that's automated And it goes to all the appropriate parties. So I'm not sitting there typing everything out, you know Email by email every single time, you know And so then I started to wonder could I actually do this with some other agents? Could I help build this out with other people as well? And so we started to test this with uh, some other other people around the country and in houston like kyler He he posted this started his youtube journey 10 months ago Uh 95 total videos 4 million impressions 21 actually 22 homes sold So he did right around 13 million in volume in his first 10 months of starting his youtube channel And he was completely skeptical when we first talked about it And now he's got a very high performing channel in houston Then we even ventured outside the country to canada rachel up in toronto started absolutely killing it She posted this the other day and she's like in the last seven days I closed 1.6 million in volume currently working with a 1.3 million buy sell Had to start a team to help me keep up with leads and she said I I brought on a new agent She closed four deals in her first month and in the last nine months She generated over 200 leads from her youtube channel and she did already uh Over six 200,000 in six months 200,000 in commissions in six months from her channel Then you got someone like chris who's in northwest georgia one of the smallest markets in the country very rule very spread out But you know what nobody was doing youtube in his area and he was a nurse during 2020 got burn out Uh, respectively and decided he wanted to get into real estate But at the same time had no sales experience and no real estate experience But he saw what we were doing so he reached out and was like, hey I think I could make some videos. Do you think it'll work in my market? We're like sure. Why not give it a try and you know, he posted this the other day He said just got a 1.45 million dollar pre-approved lead in the funnel already out showing him homes He he uh got closed and under contract and in his pipeline 5 million in business in his first year So not the amount of volume we're doing but he's also not in the size market But you know what chris has four kids. He actually likes being like a stay-at-home dad more than he does a real estate agent so one transaction a month it completely fulfills him and and you know satisfies him and his family plus his wife works full time So they're okay So he's happy with being able to do a consistent transaction or two every month and all he has to do is make videos Then you got someone like jonathan in california people in california say well everybody's leaving california youtube's not going to work in my market He started his channel is last year when the market took a complete nosedive when everybody disappeared as soon as rates went up to 6% And he that's when he started his channel, but that generated him 171 000 in commissions Over the last eight months and he was he posts stories all the time But he said uh he got a deal done in under 24 hours got a call from the channel was showing him homes by the next day And they contracted on a new construction in 24 hours from getting a call That's how intentional these people are they will move extremely quickly and we've had that happened to us The fastest we've contracted on a house is three hours somebody called us and gave us a specific address and said Get me this house. That's what they told us. They had lost out on seven other deals with a different agent They said get me this house. We got it under contract within three hours. So that's the fastest we've done But then the success stories just kept coming in we started helping some more agents and they kept coming in Hasna and here she posted $650,000 cash buyer we met yesterday and already looking at homes And then you've got andreis he posted eight months with nine pending love youtube and passive prospecting Steven said yeah, I took around six months for my first lead But right now I got five closed two pending six in the pipeline just do the work. He says Kayla did 75 thousand in commissions in nine months and four of those months She was on bed rest because she broke a rib during her pregnancy and she told me that her channel Provided for her and her family. She still closed some deals and got leads while she was on bed rest Because she had made those videos and they kept working for her kept prospecting for her You got done on here. Look at this 10 deals in her first year from youtube So almost a deal a month and he posted this the other day and said I have a little over a million under contract already In his first six months 18 clients. He's working with 18 clients in his first six months That's pretty good and already got some deals under contract david got his first deal under contract in two months 130 thousand that's faster than we did it Then has I mean she's always posting has now again contact under contract 10 days She posted that because I always talk about contact under contract these people move fast people that reach out to you from youtube Are very very intentional Leslie she posted in here as well Four-day relationship began that we were only a virtually part of didn't know these people existed a text an email two days after being Contacted and the buyers we met after two days and because of working through the video She she felt like she knew us and trusted us to take care of them and then they got that under contract Within four months looking at 16 homes knocked that out austin He posted this four listing referral sent at 30 percent six buyer consultations five pre approved buyers two buyers under contract One listing not a bad week on youtube. I mean he did that all in one week and they just keep coming on denny did 40 I mean a hundred and forty thousand in gci in his first nine months chris just posted man He started with 26 subscribers when he met us and now he has 15 leads come through so far in two under contract So very very happy. We've been able to help more agents do this And so, you know, we we have a b-hack right and this is really not even a lot But we want to really help a hundred people. I know a lot of people will say a thousand or 10,000 Agents I want to help but we really want if we could just help a hundred agents Change their life, you know and build their own passive prospecting youtube channel Then they won't have to worry about other lead generation methods You can you can definitely add that to your business or at least let this be a good portion of your business It doesn't have to be everything and we are venturing out into other lead generation methods now as well We want to supplement. We don't want to be a one-trick pony Even though we're doing a significant amount of volume in this year alone 2023 We've already done over 25 million this year. So we've started off a little slower than last year But I would say 25 million so far in five months averaging five million a month from youtube is still not bad Right, especially since we've done all of this organic with zero ad spend So that's a big deal. So let me share with you real quick And i'm going to turn it back over to here and a ricky in just a minute But I want to share with you a quick story Uh for those that have doubt okay because ricky said it earlier He's like well leave out your nobody special, right? But I know he didn't mean it that way, but I know he said uh, yeah, I really was I'm not anybody special Now I doubt you've ever charted out your life on a graph. I only did it for this presentation But it's interesting if you ever do that I'm going to assume your life looks a lot like my life, right? It's full of ups and downs But it's the decisions that we make that are going to determine whether we're going to move forward and reach The success that we want to or we're going to stay put and dig ourselves in a deeper hole So I've got a really good friend Michael Reese now. He's been wanting to get me into real estate for 20 years We actually sold gym memberships together at valley total fitness like in 2001 and I remember in 2002 He got licensed in real estate and he wanted me to become an agent in 2002 But I wasn't interested in being an agent. So um, I did technically get licensed in 2004 because he talked me into it But one week after I got licensed I was still in the military reserve. So I went into the military I got out uh, Michael is one of my first jobs selling gym memberships when I got out of the military But I was still in the reserves and we all know what happened, you know, september 11th And this was 2004 one week after I got licensed 2004 I got a call from my captain and said levi you're getting deployed report to fort hood and four days They gave me four days to pack my stuff and go down there and I was gone for 18 months Now 12 months of that I spent in iraq. All right, so uh, this is where I would say I had a Mental setback because you go through a lot of challenges when you're in a combat zone for a year. Okay. It's not easy Um, you you'll see here like this this upper right hand picture That's in the middle of a sandstorm a three day sandstorm that picture is not doctored or edited in any way That's what it was like. We were breathing in sand stuck in your ears your eyes everything for three days It's it's a mess. But also, uh, you know, you're in a constant state of anxiety And it's just it's not fun And the thing is is that we lost a couple of our team members while we were in iraq as well And in iraq you don't get days off. You don't get time to feel sorry for yourself You don't get time to mourn you have to complete the mission You don't get to just lay around in bed one day and say I don't feel like going to work Every person In that unit is depending on you to get up to do your best and to you know Push your feelings down right despite losing somebody the next day or the day before You have to go out in the exact same environment And so we just learned how to work through those challenges. It wasn't easy The other problem was is I started really getting bad digestive problems. Sorry tmi But I started really having bad stomach issues while I was in iraq and I came home with a really bad digestive disease And that messed with me for about eight years Until uh until 2013 came and then I ended up losing 50 pounds in a single month and I became completely bedridden and disabled this nearly killed me And I went to four different gi doctors. They threw the kitchen sink at me with medications IV antibiotics steroids all kinds of things. They could not get me better for three months This was the most excruciating pain and agony I went through I didn't think I was gonna make it and it was by god's grace I found a natural doctor and the natural doctor was like let's change your diet and put you on some vitamins And I was like wait what that's it and within three weeks I started to get better after three months of complete hell and suffering And it ended up taking me a full year to recover But I was able to recover a hundred percent natural with zero medication and zero surgery And it's been 10 years now 10 years with no signs or symptoms or issues Ricky was asking me about my protein, you know, I'm kind of like Benjamin Button I'm I'm I'm reversing in age right now, right? So I think I look a little better at 43 than I did at 33, right? So this prompted me to travel the world I realized I'd almost died a couple of times in my life and I had never been anywhere ever, you know I was like that small town Country boy, I grew up in the small town south of Dallas a couple of hours You know if you're not milking cows or riding bulls not much else to do there And I was like I got to get out and see the world and so I started traveling Went to 24 countries inside of three years started a financial services business And I was working with all the teachers on their retirement planning for Dallas ISD Well, then April of 2020 came and the world shuts down right and the two things that I loved which was working with teachers at schools And uh, you know traveling completely taken away from me So I had that's where I had to figure out. What's uh, what's what's my next move? I was 41 years old. I was like, how do I start over with starting over? So I invested that summer As I mentioned a little bit in the very beginning there. I invested that summer a lot I started investing in amazon stores because I thought amazon was going to be amazing during You know covet which it was but amazon stores were not okay for the individual business owner I I wired out these are wires 40 000 to buy into the store 25 000 and inventory 13 500 I I bought into a mastermind 17 500 then in august I wired out another 65 000 on a second store I thought they I was so committed to thinking this was going to work I I put all my chips on the table because I didn't want to be a real estate agent and shortly after that Well, I invested over 200 000 of my cash into that and I realized that nothing was coming back I have invested in some real estate investing courses But what did I learn from those courses that you've got a cold call in doorknock and send out mailers and You know look for the homes with really tall grass and I was just something I was like I don't know. I don't really want to do that So that's whenever I first started looking into social and that's whenever I figured out YouTube was a search engine not a social platform So I still really didn't want to be involved in social But I realized okay youtube's a search engine Maybe I can make videos that people are searching for versus being a dancing real estate agent on tick tock But you know, here's the deal by the time I started this in december I was out of money. I was completely out of money And this was the first time the government ever approved unemployment for 10 99 contractors because I was a 10 99 contractor with my business for the last five years And so I thought man, I'm I'm going all in on youtube But I'm I was out of money So I was like maybe if I apply for this I'll get approved and I got approved They only paid me like a couple like 2000 a month And I only took it for about three months But it was just enough to pay a couple of bills to help me get through those first three months Of no transactions as soon as I got that first deal under transaction from youtube I immediately cancelled this unemployment and I promised myself I would never ever go back to unemployment ever again And I didn't you can see that's my whole 10 99 from the government for 2021 So I started 2021 on unemployment and I ended 2021 with a million 7000 and commissions from real estate from youtube And then that's got me a little bit of a some recognition and allowed me to meet some of the best marketers youtubers real estate agents on the planet including ricky and I'm so honored to be here. It's amazing, but I don't take this lightly. And so that's why hopefully This is making an impact with you and what I can stress for you as I close this up is that You've got to choose your hard, right? It's hard working out. But to me, it's a lot harder being sick It's hard owning a business. But to me, it's a lot harder having a job And it's hard making videos. But to me, it's a lot harder making calls. All right, so I would rather make videos, but I know the value of a video because in 2021 I made 160 videos And that generated a million seven thousand commissions. So that's like making $6,300 a video Now if I offered you $6,300 the video, would you make a video? But in 2022 I actually made less videos but made more money twice as much So that was like making $15,000 a video and if I offered you $15,000 a video Would you make a video? Could you find a way to get over your fear or anxiety or You know just discomfort of doing that and work through it I bet you would but that's not the value in the beginning You have to build up to that but it can compound And it really comes down to what you believe and I believe if you're not where you're at Or where you want to be it's just because you haven't learned something yet But I believe you can hyper learn any subject in 60 days And I believe if you take massive action focused on that one thing that one thing can completely change your business And this was something that I always stress is that look it took me 22 years to be an overnight success A lot of ups and downs along the way But what I want you to notice about the ups is there always a lot higher than the down So every time I had a downturn or a major setback I came back stronger And that's what you can do as well One last thing I'll share with you is I wrote this on april 1st of 2021 when I closed that very first deal from youtube I had no idea the business we were going to do but I write out my goals every day And I wrote this out. I earned 1.2 million in gci from living in dallas I had no idea if that would ever come true, but I wrote it every single day for 2021 And I didn't hit 1.2, but I hit a million seven. So I would say that was pretty close enough And so if you want to learn more I want to thank ricky for inviting me on his uh call today and his platform And if you want to learn more how you can implement this in your business Then just scan the qr code. I think there will be a link in the chat possibly as well You can book a call see if maybe this is a good fit for you and your market I know we can help you out if you want to make a change or do something different in your business So thank you all and ricky you want to get to some questions? Yeah, man. Thank you for that emotional Um presentation honestly, you know you took us there. Yeah, you dropped us off you left us for dead You came back you we laughed we cried we All that good stuff. Cool. Cool. Yeah, um, let's see. I'll put the qr code back up For you guys to scan that also put a link in the description and also put it in the chat there. Levi has this company Um passive prospecting that will help you build out your channel um coaching uh editing your videos Strategy building out your channel the whole nine yards Okay, and I wouldn't have brought lia livi up here if I didn't feel like I'm actually Using these guys to edit some of my videos Awesome. All right. So link is there in the description. There's the qr code Let me know if you guys need that Um, you guys throw us some questions in the comments. We'll see where you guys are with though. Did you use a videographer? Uh, what did you record your videos with? Yeah, thanks jackie. I recorded everything with an iphone So you don't need fancy equipment now I use knife and I still use an iphone 11 pro So it does need to be a pro. It needs that third camera. It needs that wide angle camera That's really great for doing outside video, but I did office videos with my iphone as well I would set it up on a tripod right in front of me and and make videos with a with a ring light I mean super simple. That's uh really the lowest cost you can do it now Make sure you do have a good microphone So I would invest in a good microphone because audio is key But otherwise you can find a good microphone from anywhere from 50 to 100 dollars Uh, we do have a videographer now, but I upgraded after a year after we had generated You know quite a bit of income and we we had a budget for that And that was really to do higher in properties as we started to get into million dollar plus homes I just felt like it we needed to step up the production a little bit versus doing it on an iphone So that's when we brought on a videographer Gotcha, man. How many people's on your team? So we have about 10 agents now 10 Nice do you we had to build that out of necessity because we could not handle the leads travis and I we went up until the point When it was just like we can't do it, you know, it was getting too much Yeah, I mean especially when it's 98 point eight percent buyers Yeah, all right. Um Do you run ads? That was all organic. I've never run a single ad for our youtube channel Cool cool. Um Are you running ads on your videos to make youtube ad revenue? So, uh, I so we when we were monetized I turned it on but I turned off videos in mid-roll So you actually make the most money uh for mid-roll ads But I want the viewer to have an uninterrupted experience as they're watching the video So I turn it off mid-roll and youtube's going to place ads on the front and back end of your video regardless It doesn't yeah, so I do I do monetize that but um, I think you saw on the slide probably Last year we made like 4 000 and ad revenue. It's not a big deal. The goal is not ad revenue The goal is to sell real estate. Yeah for sure build your business. Yep. How do you find the right keywords? Uh, so we use that we use that software. It's called to buddy and uh, that's what we used to to AB test thumbnails. We can AB to his titles. We can research keywords all that stuff inside there Okay, okay, let's see Can you get seller leads too? Oh, yeah Yeah, no, we definitely are getting seller leads now as well. I think that takes a little bit more time to build up Um, you know because most of the time local people looking to sell their home are not necessarily searching The area about where to live right? They just go drive somewhere You know if they want to do that But we are generating a lot more buzz and getting a lot more local recognition So we are getting more listing leads now and plus by featuring listings on our channel that does attract other sellers as well quality of our quantity Oh, yeah, absolutely Wait, I mean you saw we uh, you know, we closed around 10% You know last year conversion rate, which is pretty good most online lead sources If you were to buy facebook leads or something like that are really in the low 1% range So, you know, we would close one out of 10 people we spoke to versus one out of 100 Got you got you michael. I couldn't tell which one of us you were talking to What's your production look like this year can't seem to find any data You're still working as a realtor. Do you just coach now? I don't know if that's for me or for you Uh, well, I can answer that. Yeah, I can answer too I can answer that so the thing the funny thing is is I've had this come up people will be like Well, I looked on realtor. I looked on zillow. I don't see any sales data for you Well, we've never used those platforms. I've never bought leads from them and you have to link your mls To those platforms. So I don't link my mls plus The reality is is that I only get a portion So really because I have a business partner plus we have team members I collect 25 on every deal now. That's made me an icon agent, you know with our brokerage So, you know, and they only award that for production But you'll only see if you find any trackable numbers for me It's only going to be 25 of the total sales volume because half goes in my business partner's name And the other 50 goes in our in our team's name. I'm not I'm not the agent that collects everything myself And then pays out the agents. We just do straight splits. Yeah Let's see lee here. What's up my guy from australia asks about spinning on ads Do you regularly promote existing youtube? So he doesn't do any ads. Nope lee. It's all 100 organic, which is what I do I don't run any ads. I I try to add a couple times here and there But you know, um When you're a free coach That doesn't make a lot of sense. You don't have any kind of product on the back end Are you integrating life as well or just strictly real estate stuff? Great great question. Cassie No, not really. So I think I think if you you want to provide value to the viewer And I think if if you're not ryan sur hint I don't think people are really that interested in your life as much as we want them to be We want people to be attracted to the information versus us They'll develop the relationship with us But if the first video they find is the day in the life of levi as a real estate agent That's not doesn't really serve them, right? They want to know. Hey, I'm about to make a move or move my family across country Or you know, I need I need some I need some information not Here I am making my coffee in the morning, you know, so Uh now if you're ryan sur hint and you're nationally syndicated on a tv show And you've been there for 10 years then people get interested in your personal life But uh, but yeah, I mean I wouldn't I wouldn't recommend it now This is what I like to say incorporate don't dedicate So you can incorporate things about your life and that does help people develop more of a relationship with you Which means usually when I'm out doing a vlog tour, I'll stop in a local coffee shop Get an iced americano. It gets a little hot and Dallas, you know, so I'm always kind of like Oh, just grab my iced americano. So people know I liked iced americano's but I don't make an entire video about coffee shops because Nobody moves to an area wondering about restaurants or coffee shops because I think most people assume Wherever they move to there will be good restaurants and coffee shops They're more worried about the area the safety the schools, you know, uh the commute. That's what they're concerned about yeah so Rayleigh's ray lean here's wants me to text that qr code I'm watching on my phone and can't scan just click the little button to go into the description here of the video And the link is right there. You just click on it And boom you can set a call up with Levi and They can get you guys started Cool All right guys, we got a roll here So if we had we had a ton of questions coming in so if we didn't get to your question Maybe throw it in the comments after we're live this this video would just stay right here On this link or reach out to me. You can DM me you can reach out to Levi Or just set a call up and You know sit down with the team and see what it is get all your questions answered and Let these guys help you build out your youtube So that you can start getting all these leads and closing all these deals I always say make all make your calls in the morning and do all your social media in the afternoon Bam best of both worlds if you're getting so many leads from youtube that you're doing in the afternoons that You know you've got enough people to call all morning awesome Call all the leads that you're getting on youtube in the morning make more videos in the afternoon Call them in the morning make them in the afternoon Whatever But anyway, man appreciate your time today man This was really really insightful and I got a lot out of this I'm sure a lot of other people did as well and We appreciate your service And coming on thank you. Thank you for having me ricky huge honor. I appreciate you man Talk to everybody soon. You guys have a good strong finish of the week